Global Partner Manager

4 weeks ago

Austin, Texas, United States ServiceNow Full time

At ServiceNow, we're on a mission to make the world work better for everyone. As a Global Partner Manager, you'll play a critical role in growing, managing, and enhancing our partnerships across a diverse portfolio of global partners.

This exciting position within our Global Partner Management team offers a unique opportunity to drive ServiceNow's growth towards $15B and beyond. You'll collaborate closely with partners to develop joint value propositions and execute comprehensive Go-To-Market (GTM) plans, focusing on resale and Service Provider (SP) routes to market.

Key Responsibilities:

  • Lead and manage a portfolio of key global partners, including Dell, EPAM, TEKsystems, HP Enterprise, and Globant.
  • Develop and maintain strong trusted advisor relationships with key partner executives and decision makers, and develop mutual growth strategies.
  • Drive incremental, profitable, and sustainable revenue streams through a range of GTM initiatives across the resell and Service Provider routes to market.
  • Achieve global sales quotas quarterly and annually.
  • Develop and execute comprehensive joint GTM business plans with each partner, leveraging executive alignment, business planning, flawless execution, and rigorous data-driven governance.
  • Qualify, develop, and execute new sales opportunities, manage ongoing revenue streams through effective pipeline management, sales forecasting, negotiation, and deal closure.
  • Position and advocate your partners' capabilities across ServiceNow stakeholder groups and promote ServiceNow's value proposition to your partners and joint customers.
  • Ensure ongoing partner satisfaction and drive additional revenue streams through continuous account management.

Requirements:

  • Demonstrated track record of consistent quota attainment, over-achievement, and generating new revenue opportunities.
  • Proven skills in managing the sales process effectively, including engaging directly in the sales cycle for joint 'must-win' pursuits and facilitating joint engagement as needed.
  • Strong strategic thinking with excellent analytical and financial planning capabilities.
  • Proficient in building Go-To-Market (GTM) plans for channel and partner organizations.
  • Outstanding sales, communication, collaboration, and organizational skills, coupled with exceptional program management abilities and a proven track record of driving measurable outcomes.
  • Deep understanding of Global System Integrators, Resellers, and Independent Software Vendors landscapes.
  • Good knowledge of ServiceNow's value proposition and transformational operating model principles.
  • Adept at internalizing and promoting the global ServiceNow GPC mission and driving partner practices, initiatives, and priorities effectively.

What We're Looking For:

  • 8-10 years of prior global partnerships and partner sales experience, with a proven track record of working successfully with strategic systems integrators and service providers that utilize Software/SaaS embedded in their service offerings.
  • Goal-oriented and confident, with a strong aptitude and desire to work with high-performing teams.
  • Demonstrated ability to operate effectively in a highly collaborative environment, fostering a 'win as a team' mindset.
  • Diligent in measuring and communicating progress to achieve targeted business results, and adept at identifying and resolving challenges.

What We Offer:

  • BA/BS degree or equivalent in business, engineering, technology, or related fields.
  • A unique opportunity to drive ServiceNow's growth and make a meaningful impact on the company's success.
  • A collaborative and dynamic work environment that fosters innovation and creativity.
  • A competitive compensation and benefits package, including a comprehensive health insurance plan, 401(k) matching, and generous paid time off.

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